From The Vault: A Conversation with Juliet Funt
Sales Strategy & Enablement by Revenue.io
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The Relationship Between Activity and Productivity
Salespeople sometimes are in their own personal habitual groove of creating that activity, but it also has to do with the rewards and rules that they live within. So if you have a calendar 20 meetings a week, you're going to find seven low value meetings to throw in to make your 20. And that we've seen this time and time again coaching and training sales teams: Theyre torn between their instinctive sense of wanting to work on the gold rather than check the boxes.
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